Are Humble Salespeople More Successful? Examining the Influence of Humility on Perceived Mentoring and Career Success

Abstract

Are humble salespeople more successful in their career? This study examines the relationship between humility and career success among life insurance sales agents. Perceived mentoring support from supervisors is also investigated as a mediator in this relationship. The sample of 395 life insurance sales agents was drawn from a major life insurance company which occupied the largest market share in Thailand between 2011 and 2017. Based on structural equation modeling (SEM) analyses, the results showed that humility had a direct positive effect on the perceived career success of the life insurance sales agents. In addition, this effect was partially mediated by perceived mentoring support from supervisors. These results suggest that it is important for organizations to look for certain personality traits among applicants during the recruitment and selection process which may in turn serve as a basis for improved job fit, and also emphasizes the development of leadership and supervisory competencies in promoting career success among employees.